ISA recently announced their 2026 / 2027 Board of Directors to represent the membership and guide the leadership on the member's needs. Further, with ISA having a small staff (by design), the Board of Directors also is the thought-leadership and idea generation segment of the association ... it's a think tank. So, I decided to use AI for two of the things it is best at - … [Read more...] about The New ISA Board: What It Tells Us About the Industrial Channel
The Death of “Trust Me” Selling
How One Distributor Turned a Top Performer's Instinct into a Methodology Their Whole Sales Team Could Use Recently I was talking to Susan Merlo from The Digital Distributor, and we were discussing the industrial distribution market and distributor challenges. One of the topics was how distributors need to adjust their sales techniques in order to differentiate themselves to … [Read more...] about The Death of “Trust Me” Selling
NetPlus Members See Positive 2nd Half
NetPlus shared insights from its member survey and their performance" "A strong start to the year for NetPlus Alliance members is also signaling a strong 2026. Distributors shared their optimism grounded in sound strategies and industry observations. The Industry Outlook, a quarterly report based on a survey of NetPlus members, tracks business results and trends in the … [Read more...] about NetPlus Members See Positive 2nd Half
Are You a Market Maker or a Market Server?
With this article we're introducing a new contributor - Frank Hurtte from River Heights Consulting. Frank is known for his industrial sales expertise and has written two books on industrial sales - The Distributor Specialist: Customer Champion, Profit Generator and The New Sales Guy Project. Frank and I talk regularly, and we've collaborated on some projects together. Now … [Read more...] about Are You a Market Maker or a Market Server?
“Be Like Mike?” Perhaps Data Like Grainger
Grainger probably has more eCommerce experience than any distributor. I remember back when they acquired a stake in MRO.com to form FindMRO.com. People thought they were crazy. In reality, it was probably a great experience from a learning perspective. They've built an eCommerce machine that also enables them to power Grainger.com and Zoro.com but also is the backbone of the … [Read more...] about “Be Like Mike?” Perhaps Data Like Grainger
The Hidden Tax of Returns: How Industrial Distributors Turn Dead Stock into Cash
Every distributor has seen it: return shelves overflowing with parts that came back from a customer, parts that never sold, and parts that are technically inventory but functionally furniture. Returns are the sleeper line item for industrial distributors (and even manufacturers!) They don't show up in the sales meeting. They show up in the margin — months later, wearing a … [Read more...] about The Hidden Tax of Returns: How Industrial Distributors Turn Dead Stock into Cash
Can eCommerce Help Your Silver Tsunami?
Noted B2B eCommerce guru Jason Greenwood on his THE ECOMMERCE EDGE (which, if you are in senior management, sales leadership, marketing, or eCommerce you should subscribe) recently wrote about "the silver tsunami" and the opportunity, and role, for eCommerce ... and AI. We've all seen the number of people retiring from the industry. We all look around at conferences and see … [Read more...] about Can eCommerce Help Your Silver Tsunami?
Was there an Elephant in the Room at the Applied AI for Distributors Conference?
Mark McGready, Director Data Analytics and Solutions for IDEA, attended the 2026 Applied AI for Distributors Conference organized by Distribution Strategy Group. While he spoke to attendees about IDEA's Data Whispers solution and how Nudge (its avatar) helps drive sales, profits and acts as a virtual sales coach and information resource tailored to each distributor's offering … [Read more...] about Was there an Elephant in the Room at the Applied AI for Distributors Conference?
Manufacturers – Data Cleanup Doesn’t Work on Autopilot
Most distributors are dependent upon their manufacturers for product data (some have internal resources) to power their eCommerce systems and, increasingly, to support AI-powered applications. Most manufacturers rely on their internal staff to develop it. But here's a sneaky, albeit obvious observation ... manufacturers 1) develop new products, 2) occasionally have enhancements … [Read more...] about Manufacturers – Data Cleanup Doesn’t Work on Autopilot
The Most Valuable Feedback You’re Not Reviewing
Every company seeks to improve profitability. While you endeavor to price everything correctly with a goal of achieving the desired margin, there are the inevitable. This why the phrase "sh*T happens" was invented. People are not infallible and most people do not make errors on purpose. Sometimes a typo is a typo. Sometimes mistakes occur because of lack of training or lack of … [Read more...] about The Most Valuable Feedback You’re Not Reviewing
